S.10, Ep. 3 - How To Get the Salesforce to Listen To Your Pricing Guidance

This week, we look at an executional pricing issue: when your company offers pricing allowances and discounts to customers without discipline. Most companies don’t have a defined process for strategically deciding if and when to lower price. The end result is often that the “squeakier” customers — rather than the high potential ones — get lower prices. The team discusses how to bring tools and discipline to effectively enable a smooth transition from a strategic price to an executional “pocket price” in day-to-day pricing activities.